The "win/win" negotiator's approach
During the early part of the twentieth century, academics such as Mary Parker Follett developed ideas suggesting that agreement often can be reached if parties look not at their stated positions but rather at their underlying interests and requirements to reach a decision that benefits both parties.
During the 1960s, Gerard I. Nierenberg recognized the role of negotiation in resolving disputes in personal, business and international relations. He published The Art of Negotiating, where he states that the philosophies of the negotiators determine the direction a negotiation takes. His Everybody Wins philosophy assures that all parties benefit from the negotiation process which also produces more successful outcomes than the adversarial “winner takes all” approach.
In the 1970s, practitioners and researchers began to develop win-win approaches to negotiation. Win-win is taken from Economic Game Theory, and has been adopted by North American negotiation academics loosely to mean Principled Negotiation. Getting to YES was published by Roger Fisher and William Ury as part of the Harvard negotiation project. The book's approach, referred to as Principled Negotiation, is also sometimes called mutual gains bargaining. The mutual gains approach has been effectively applied in environmental situations (see Lawrence Susskind and Adil Najam) as well as labor relations where the parties (e.g. management and a labor union) frame the negotiation as "problem solving". If multiple issues are discussed, differences in the parties' preferences make win-win negotiation possible. For example, in a labor negotiation, the union might prefer job security over wage gains. If the employers have opposite preferences, a trade is possible that is beneficial to both parties. Such a negotiation is therefore not an adversarial zero-sum game.
There are a tremendous number of other scholars who have contributed to the field of negotiation, including Gerard E. Watzke at Tulane University, Sara Cobb at George Mason University, Len Riskin at the University of Missouri, Howard Raiffa at Harvard, Robert McKersie and Lawrence Susskind at MIT, and Adil Najam and Jeswald Salacuse at The Fletcher School of Law and Diplomacy.
-
商务英语的高级必备口语资料
1.Howtoselectasuitableagencytohandleacompany’sadvertisingA:threepointsshouldbeconsideredinordertoselectasuitableagency.First,theselectedagencyshouldbefamiliarwiththecharacteroftheproductswhichthecompanywantstoadvertisesothatthebestfeatures...
-
Advanced: Job Interview
Todaywebringyouashortlisteningexerciseonatopicnearanddeartousall:thejobinterview.Butwhyistherecruitersoeagertofindacandidate?Andwhythereferencetoextremesports?Ifyou'reattheAdvancedlevelwebelieveyoushouldrecognizemostofthewordsinthisdialogu...
-
资深HR招聘心得分享
资深HR招聘心得分享本人毕业于XX外国语大学,毕业前因为成绩还不错,正好赶上某外企到学校招聘实习生,就应聘去人力资源部做了个助理,后来又因为实习期间表现不错,被转为了正式员工,从助理到专员,到现在的小主管,主管一个BU的华北和华中地区招聘,每天除了面试就是面试,给公...
-
Research Volunteer Cover Letter
DearMr.JamesIamwritingthiscoverlettertograbtheopportunitytovolunteertheresearchteamthatyourorganizationhas.Iamenclosingmyresumewiththisletterforyourperusal.ThedomainofNetworkingonwhichyourorganizationisdoingtheresearchattractedmealotandIhav...